Modern companies, seeking to sell to today’s customers, confront a critical and challenging truth: Those customers are remarkably savvy. They demand more attention, superior service, and the expertise of a dedicated sales team. They know a great deal about the marketplace, pricing trends and features, and which competitors are available. They also continue to grow increasingly savvy, knowledgeable, and informed about their options all the time.
In response, suppliers are forced to make increasingly difficult choices about how to allocate their limited resources and which customers to prioritize by providing them the highest level of service. Even suppliers that promise to provide every client with the same excellent level of service ...
Get Key Account Management now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
